The Inner Game of Selling

Discovering the Hidden Forces that Determine Your Success

De: Ron Willingham

Narrado por: Ron Willingham

Selling is 85% emotional and 15% logical.

Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore.

Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell.

Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation.

Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.©2006 Ron Willingham. All rights reserved.; (P)2006 Simon and Schuster Inc. All rights reserved.

Reseñas de la Crítica

"Talk about a paradigm shift! This amazing book turns 'hard' selling on its head. 'Who I am' and 'why am I selling?' are far more important than 'what you know' and 'how to sell.' This philosophy beautifully summarizes Ron's remarkable professional success and contributions and clearly and compellingly demonstrates why 'inner selling' produces superior, sustained results and the fruits of peace of conscience." -- Stephen R. Covey, author of The 7 Habits of Highly Effective People and The 8th Habit: From Effectiveness to Greatness

"I have known Ron for many years. The depth of his knowledge of the sales process and clear understanding of what makes a successful salesperson is greater than that of any one I know. His latest book, The Inner Game of Selling, goes well beyond many traditional beliefs and gets to the crux of what it takes to succeed in the field of sales." -- Barry Griswell, President & CEO, Principal Financial Group

"The Inner Game of Selling crystallizes a breakthrough concept in selling. It is a unique approach to selling, unlike any other. Everyone in sales, or considering a career in sales, should read this book." -- Dennis Manning, CLU, ChFC, President and CEO, The Guardian Life Insurance Company

"Ron Willingham's book is grounded in solid psychology, and it provides an elegant course in the most fundamental aspects of human performance. The Inner Game of Selling is a sophisticated message from a true expert. It's wise, clear, and cuts to the core of what makes a winner." -- Price Pritchett, Ph.D., Pritchett & Associates, Management Psychologists

"The words, thoughts, ideas, and developmental activities in Ron Willingham's latest book will help our sales associates achieve greater success. This book should be part of every salesperson's library." -- David Horowitz, SRVP Education, Coldwell Banker, NRT

Focus on the need of others over the sale

This book is blueprint into the success of selling while focusing on the needs of other people.

Game changer for any sales representative

This book has really helped me to see what my internal struggles are that have been holding me back from the success that I have desired.

I loved it

This is a very good book. It takes a look at selling in a different way and so much more!

Great short sales book

This is a really good one and I plan to read it again -- I found myself agreeing with him aloud a LOT.

Quite a unique book on selling

Absolutely loved the book. It presents a holistic view of selling. Also, why it resonated with me is because it doesn't just show us the problem with selling , but also the why and how of the solution as well. Highly recommended.

Mind changing must have. I absolutely loved this

I love this book .My selling may never be the same. I highly recommend this book

Good book if you are in a sales rut.

Good book, but somewhat elementary for me. You got to be selling for the right reasons. The author helps you do this.

Uplifting

Excellent as a supplement to other sales related or self help reads. Feel good book.